Senior Manager, Partner Technology Architecture

Job description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. ServiceNow is seeking a Senior Manager, Partner Technology Architecture to lead a team of Partner Technology Architects serving our Global and strategic partners. As a first-line people leader, you will build and develop a high-performing team that drives holistic partner growth through pre-sales technical excellence, solution strategy, business development, and AI-first technology adoption. You will remain hands-on: coaching your team, staying close to critical partner engagements, and owning the outcomes your team delivers. You will translate platform capabilities, AI innovation, and industry context into repeatable, outcome-driven offerings that partners can build, scale, and monetize. This role requires travel for partner, customer, and organizational activities of up to 30%. While this role leads strategic business development and co-innovation, pre-sales technical excellence remains the primary operational foundation for the team, including technical discovery, solution demonstrations, proof-of-concept leadership, and architectural validation that accelerates partner-led customer engagements. What You’ll Do As a Senior Manager, you will lead a team of Partner Technology Architects, set their priorities against partner and Global Partners & Alliances goals, and remain accountable for the partner outcomes your team delivers. People Leadership & Team Development • Lead, coach, and develop a team of Partner Technology Architects, setting clear goals and growing each member according to business needs and individual professional goals. • Evaluate team members regularly through direct observation, peer feedback, and sales feedback. • Build and maintain a recruiting pipeline and hire to meet future business demands. • Manage day-to-day team operations, including resource scheduling, activity reporting, and expense review and approval. • Assign resources to partner engagements, joint solution development, and demand generation to ensure effective use of skills across the assigned region Partner Strategy & Business Development • Ensure your team serves as the primary strategic interface for assigned partners, building trusted relationships with partner executives and practice leaders. • Lead joint business planning to align partner investments, industry focus, and go-tomarket priorities across all routes to market. • Advise partners on practice growth, specialization strategy, and readiness for AI-enabled offerings. • Develop forward-looking strategies with a clear investment and go-to-market plan covering headcount, training, and tools. • Influence partner-sourced and partner-influenced pipeline through offer-led strategy and solution differentiation. • Drive cross-industry development and go-to-market strategies for innovative solutions with partners. • Connect solution strategy to measurable business outcomes, including efficiency, growth, ROI, and time-to-value. • Coordinate across Sales, Services, Support, Marketing, and internal specialist teams to deliver a unified partner experience, not fragmented touchpoints. Pre-Sales Excellence & Solution Strategy • Ensure your team delivers technical discovery sessions, executive briefings, and solution demonstrations that accelerate partner-led deal velocity, and participate directly where needed. • Drive solution strategy that aligns partner offerings to high-value industry workflows and customer outcomes. • Oversee partner-led proofs of concept and co-demonstrations that prove business value, technical feasibility, and competitive differentiation. • Provide technical escalation support for critical partner-led opportunities at key deal milestones. • Maintain workflow fluency across enterprise domains, including CRM, IT, Security, and Business Services. • Champion AI-first solution design, including intelligent workflows, automation, and agentbased use cases. • Promote responsible, enterprise-ready AI adoption aligned to governance and trust standards. Required: • 10+ years of pre-sales solution consulting, partner strategy, or enterprise technology advisory experience, with a proven record of leading technical discovery, demonstrations, and partner engagements. • 6+ years of leadership experience, preferably within pre-sales, professional services, or partner-aligned organizations, including building or leading pre-sales or partner practices. • Experience coaching, mentoring, and managing a team of senior-level professionals, with a structured, team-first approach to goals and objectives. • Proven experience working directly with partners, system integrators, service providers, hyperscalers, or technology alliances. • Strong executive presence, with the ability to influence VP+ and CXO-level partner stakeholders and to collaborate across Enterprise Architects, Technical Architects, Offering Managers, and Directors. • Demonstrated ability to connect business strategy, industry context, and technology into actionable partner growth plans, and to shape or scale partner practices, offerings, or go-to-market motions. • Solid understanding of enterprise platforms and workflow-based solutions, with deep familiarity with at least one technology (e.g., Cloud, database, AppDev etc.). • Working knowledge of AI-enabled use cases, automation patterns, and data-driven workflows, and experience applying AI thoughtfully to processes, decision-making, and problem-solving. • BA/BS in Computer Science or a similar technical degree, or equivalent experience. • Ability to articulate complex concepts clearly to both technical and non-technical audiences. Preferred & Standout Experience:• Experience with the ServiceNow platform and AI capabilities (Now Assist, AI Agents),and ServiceNow certifications (e.g., CSA, CIS, or architectural certifications).• Experience building or leading pre-sales or professional services organizations,particularly partner-aligned organizations.• Experience working with service advisory firms, service integrators, service providers,and outsourcers.• Background in management consulting, strategy advisory, or partner businessdevelopment.• Experience across multiple partner routes to market (C&I, MSP, Reseller, Hyperscaler,Build).• Familiarity with competitive platforms and the ability to articulate ServiceNowdifferentiation. For positions in this location, we offer a base pay of $202500-$334100 plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature